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Dell Touts Robust Channel Sales: Page 2 of 2

Though overall financial results in the company’s most recent fiscal quarter left many investors disappointed, sales through the channel are up by double digits in key market segments, according to partner marketing executive Cheryl Cook (pictured). By Rich Freeman

“We’re seeing one size doesn’t fit all for many customers,” Cook says. On average, she adds, Dell partners that satisfy rising demand for “creative financing alternatives” by leveraging Dell Financial Services grow twice as fast as other resellers.

Dell plans to focus in the months to come on extending long-term efforts to make partnering with the company easier. By the close of its prior fiscal year, Dell had reached a 95 percent accuracy rate on deal registrations and was responding to 80% of partner quote requests within four hours. According to Cook, however, much more remains to be done.

“We know we’ve still got more to do to simplify the overall experience, so we’re going to continue to stay focused on that,” she says. “There’s going to be a lot of work underway for some time.”

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